Sales Shots

What separates top closers from everyone else?

In this conversation, Ace sits down with Brad Lea to discuss the habits, mindset, and philosophies that create consistent success in sales. They break down what it takes to become a top closer, how elite sales professionals approach challenges, and the lessons they've learned from years of experience.

Whether you're new to sales or looking to sharpen your closing skills, this discussion offers practical insights that can help you improve your conversations, increase your confidence, and elevate your performance.

Topics Covered:
• Closing sales
• Sales mind...

What makes someone leave a successful career in life insurance to become a loan officer?

In this episode, Ace sits down with Matthew to discuss his transition from life insurance sales to the mortgage industry. They talk about what motivated the change, the biggest differences between the two careers, the challenges of starting over, and the opportunities he's found as a mortgage professional.

If you're considering becoming a loan officer, exploring a career in mortgage lending, or simply interested in the differences between life insurance and mortgage sales, this conversation offers firsthand insight into the...

How many opportunities are lost because "not interested" is accepted as the final answer?

In this episode, Ace randomly pulls up an old sales call during a team training session to break down what happened and what could have been done differently. To prove a point about mindset and follow-up, he calls the same prospect back over a year later.

What happens next is a powerful reminder that timing, persistence, and the right conversation can completely change the outcome.

If you're in sales, this video will challenge the way you think about rejection...

Success as a loan officer comes from building the right habits, learning from top performers, and consistently improving your craft.

In this episode, we sit down with one of Takers Brokerage's newest loan officers after spending a week training in the office. They discuss what helped build confidence, the importance of surrounding yourself with experienced professionals, developing daily rituals, staying coachable, and creating a foundation for long-term success in the mortgage industry.

Whether you're new to the business or looking to take your production to the next level, this conversation offers valuable insights into what...

You can have the best sales training, the best scripts, and the best strategy, but none of it matters without execution.

In this episode, Ace explains why execution is the skill that separates top performers from everyone else. From mastering your morning routine and protecting your focus to responding faster, embracing objections, and staying disciplined, success comes from consistently doing the work that moves your business forward.

If you're looking to improve your sales performance, increase consistency, and develop the habits that produce long-term success, this training is for you.

Topics Covered:
• Sa...

Success in the mortgage industry is built on one thing: execution.

In this training, Ace shares the habits, mindset, and daily disciplines that separate top-producing loan officers from everyone else. Learn how to manage your leads, build stronger client relationships, stay organized, maintain consistent follow-up, and execute every day regardless of the circumstances.

Whether you're struggling with lead conversion, follow-up, prospecting, or simply staying disciplined, these principles will help you build a stronger mortgage business over the long term.

Topics Covered:
• Mortgage lead management
• Loan officer mindset
• Follow-up strategies
• Client r...

Success is built by the environment you create around yourself and the mindset you choose every day.

In this episode of Sales Shots, Ace sits down with his brother Mike to talk about the habits, perspectives, and principles that shape long-term success. They discuss why your thoughts influence your actions, how the people and content you surround yourself with impact your future, and what it really means to create an atmosphere where growth can thrive.

If you're looking to level up in sales, business, or life, this conversation will challenge the way you think about...

Success in the mortgage industry is built on one thing: execution.

In this training, Ace shares the habits, mindset, and daily disciplines that separate top-producing loan officers from everyone else. Learn how to manage your leads, build stronger client relationships, stay organized, maintain consistent follow-up, and execute every day regardless of the circumstances.

Whether you're struggling with lead conversion, follow-up, prospecting, or simply staying disciplined, these principles will help you build a stronger mortgage business over the long term.

Topics Covered:
• Mortgage lead management
• Loan officer mindset
• Follow-up strategies
• Client r...

Your introduction sets the tone for the entire sales call.

In this video, Ace breaks down the exact framework he uses to start every conversation with confidence. Learn how to build credibility, establish your brand, create value from the very beginning, and avoid the generic introductions that sound like every other salesperson.

If you want stronger conversations, better first impressions, and more productive sales calls, this framework belongs in your process.

This video is a 10-minute preview from our The Life of a Lead workshop.

The full workshop dives deeper into...

Every loan officer has one objection they'll never forget.

In this video, the Takers Brokerage team share the toughest mortgage objections they've faced, how they responded, and the lessons they learned from those conversations.

From hesitant borrowers to crazy conversations, you'll hear real experiences from active loan officers and practical strategies you can apply to your own calls.

Whether you're a new loan officer, experienced mortgage broker, or looking to improve your objection handling skills, this discussion offers valuable insights from professionals in the field.

Topics Covered:
• Mortgage objection handling

Every loan officer hears objections, but the difference is knowing how to respond.

In this video, Ace breaks down 10 common mortgage objections using clips from real calls and coaching sessions. You'll hear how to navigate conversations around interest rates, timing, shopping around, "I need to think about it," and other objections that mortgage professionals face every day.

Whether you're a new loan officer or an experienced mortgage broker, these objection-handling strategies will help you build trust, communicate with confidence, and guide clients through the home financing process.

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Sales success doesn't always happen under perfect conditions.

In this video, Ace shares a simple idea that's changed the way he approaches life and sales: avoid the traffic.

From waking up early to beat the crowds at the gym to finding faster routes to work, the same principle applies to sales prospecting. Most people operate in crowded, saturated spaces at the same times and wonder why results are hard to find.

Learn how changing your timing, having conversations others avoid, and looking for opportunities outside the busiest lanes can help you stand out...

Great sales conversations start with understanding people.

In this episode, Ace shares the three questions he uses to uncover a client's emotional goals, pain points, and pleasure points. These questions help create stronger relationships, better conversations, and a deeper understanding of what truly motivates someone to take action.

You'll learn how to ask better questions, identify what matters most to your clients, and create more meaningful interactions that lead to long-term success in sales.

Want the exact 3 questions Ace uses? Download the free PDF and keep it next to your desk for every...

What happens when loan officers step away from their desks and spend a day sharpening their craft?

In this episode, Ace sits down with members of the Takers Brokerage team who traveled to the office for hands-on training. The conversation covers relationship-building, lead management, emotional intelligence, client communication, and the daily habits that help mortgage professionals grow their business.

You'll hear firsthand insights from team members about the value of in-person coaching, structured systems, and learning how to create meaningful client experiences that lead to stronger relationships and more opportunities.

Whether you're a...

Execution turns information into income.

In this episode, Ace breaks down one of the biggest reasons sales professionals struggle to consistently close deals: poor execution. Using a real client example, he explains how proper CRM organization, lead nurturing, and sales follow-up can turn cold prospects into closed business months later.

You'll learn how top producers manage their sales pipeline, organize leads, stay consistent with follow-up, and execute on the information they learn instead of simply consuming it.

If you're in sales, mortgages, real estate, insurance, or any commission-based industry, this training will help...

Thinking about becoming a mortgage broker but don't know where to start?

In this video, Ace sits down with Michael Wnek to discuss his journey from having little mortgage industry experience to building momentum in his career through training, accountability, follow-up systems, and daily rituals.

You'll learn:
• What it's really like starting as a new mortgage broker
• The importance of consistency and follow-up
• How training translates into real-world success
• The mindset required to succeed in the mortgage industry
• Why culture and accountability matter

If you're looking for mortgage broker tra...

Success in sales, mortgages, and business comes from doing the boring fundamentals every single day. Calling new leads, following up old leads, handling hot leads, locked loans, checking processes, managing follow-ups, and staying obsessed with execution.

If you’re trying to become a successful salesperson, you have to understand that success is not calm. Success is chaotic (for a season).

In this video, Ace breaks down why most people fail in sales before they ever give themselves a real chance to win, and why you need at least 90 days of relentless execution before deciding whether so...

Your habits are either building your future in sales or destroying it.

In this video, Ace breaks down how rituals, discipline, and deep work separate average salespeople from elite performers. Bad habits don’t stay in one area of life, they spread. The same goes for good habits.

Learn how top salespeople create structure, stay focused, build momentum, and develop routines that lead to consistent success in sales and life.

#sales #salessuccess #salesgrowth #salescoaching 

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How do top mortgage brokers close 80 funded units in a single month? In this episode, Ace sits down with top-producing loan officer Rami Abbas to break down the exact systems, routines, follow-up strategy, lead conversion process, LOA structure, and mindset behind massive production in the mortgage industry.

If you’re a loan officer, mortgage broker, salesperson, or entrepreneur looking to improve conversion, build consistency, and scale production in today’s market, this episode is packed with real game from the front lines of the mortgage industry. 

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 Most loan officers are stuck selling the wrong thing.

They focus on rates, closing costs, and products…but top closers understand something different. You’re not selling a loan, you’re helping someone build a better life.

In this video, we break down the mindset shift that separates average loan officers from top performers, and the exact strategies used to win more deals, build stronger relationships, and create long-term success in the mortgage industry.

This is the difference between chasing deals and becoming the go to advisor your clients trust for life.

If...

In this episode, Ace sits down with Daniel Iskander, co-founder of West Capital Lending, one of the fastest growing mortgage brokerages in the country.

They discuss what it takes to build a high-performing brokerage, how West Capital has grown into a powerhouse in the mortgage space, and the mindset required to handle success, pressure, and leadership at the highest level.

If you're a loan officer, entrepreneur, or anyone interested in sales, mortgages, leadership, and business growth, this conversation gives a real look inside what it takes to build a high-level organization in the mortgage industry.<...

Most salespeople think success comes from working harder. The truth is it comes from skill, leverage, and technology.

In this video, we break down the four levels of sales performance. From the beginner grinding seven days a week to the grandmaster who can produce the same results in four days because their conversion skills are elite.

We also discuss how tools like power dialers and automated lead systems allow sales professionals to contact hundreds of prospects a day and accelerate their results.

That's the progression of sales: work hard early, build the skill...

What actually happens during a real mortgage refinance call?

In this video you’ll hear a full conversation between a loan officer and a homeowner who was already frustrated after being contacted by multiple lenders.

Instead of pushing a quick pitch, the loan officer slows the conversation down, builds trust, and walks through her financial situation step by step.

During the call they cover:
-Her current mortgage and interest rate
-Credit card and personal debt balances
-Monthly financial pressure
-Long-term financial goals

You’ll also see how the...

Handling sales objections is one of the most important skills in sales. The best closers don’t fear objections, they expect them. 

In this training, we break down how top salespeople control conversations, anticipate objections before they happen, and guide prospects toward the right decision.

Learn how to handle common objections, keep control of the call, and build trust with prospects so deals actually close.

If you're new to sales or trying to improve your closing rate, this training will help you approach objections with confidence.

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If you want to succeed as a loan officer, you need to know how to follow up with mortgage leads the right way.

In this video, we break down the mortgage sales strategies that help loan officers convert leads into long-term clients. We explain the importance of speed to lead, consistent follow up, and building real relationships with borrowers.

You’ll learn how top loan officers approach mortgage lead conversion, why most brokers lose deals because they stop following up, and how a disciplined sales process can dramatically increase your production.

Whether you're a...

 This deals were dead, but I was able to close both of them...

One lead ignored multiple calls and the other answered the phone half asleep and threw out objections immediately. Both looked like completely dead deals.

But persistence, asking better questions, and paying attention to small details turned those conversations into closed business.

In this breakdown I explain the five levels of appointment setting and why most salespeople operate at the lowest level. If you want to close more deals in sales, high ticket sales, or appointment setting, the difference often comes d...

If you want to build an 800 credit score or qualify for a mortgage, understanding how credit actually works is critical.

In this episode, mortgage expert Eric Graner joins Ace to break down the real strategies behind building credit, managing debt, and improving your credit score for a home loan.

You’ll learn the exact credit tactics loan officers use to help clients qualify for mortgages.

Inside this episode we cover:
-How to build an 800 credit score starting at 18
-The 10-day credit card rule most people don’t know
-The ideal cred...

Sales and leadership are two completely different games.

In this video, Ace breaks down the real differences between being a high-performing salesperson and stepping into a leadership role, including income, lifestyle, pressure, and long-term growth.

If you're deciding your next move, this will help you understand which path actually fits your goals.

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⚡READY TO BUILD A REAL CAREER IN SALES, MORTGAGES, OR LEADERSHIP?
Apply here and choose your track.

Already happy with your career? Grab the standalone products and trainings anytime inside the shop.

Global events don’t stay overseas, they eventually show up in your wallet.

In this video, our team explains how the unfolding conflict in the Middle East could impact the U.S. economy, mortgage rates, and household finances.

We also cover strategies homeowners can use to review their mortgage, access equity, and improve their financial position.

While the human cost of war is tragic, it also creates ripple effects across global markets that directly affect American homeowners.
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Takers Brokerage is licensed in 20+ states and works with a wide range of le...

Most salespeople are losing deals because they never built the value.

In this breakdown, Ace dissects a real call where a salesperson missed the close after giving the interest rate too fast. No setup, contrast, or value stack.

In this video, you’ll learn:
-How to build value before revealing the price
-Why recapping the client’s goals increases buy-in
-How to present numbers without triggering resistance
-The psychology behind closing high-ticket sales

This is real, no BS sales training.

Subscribe for weekly sales training on high-ticket sale...

How does a mortgage loan officer close 80 deals in under 9 months?

In this episode, we sit down with Engjell who is one of the top mortgage producers at West Capital and is averaging over 10 mortgage closings per month. Last month alone, he funded over $85,000 in revenue and submitted $150,000+ going into the new month.

He breaks down his exact mortgage sales routine, including:
-How he attacks 16–20 new mortgage leads every morning
-His 3–5 touch daily follow-up system
-How he balances new leads vs. hot leads
-Why checking in-process mortgage files daily matters
-The...

Welcome to the first episode of Shots Fired.

In this episode, we break down some of the biggest names in the sales world and ask the question nobody wants to say out loud...

Are they real closers or just great content creators?

We review and score:
• Andy Elliott
• Grant Cardone
• Alex Hormozi
• Jordan Belfort
• Shelby (Gen Z sales)
• Juliano Masarrelli
• And more…

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⚡READY TO BUILD A REAL CAREER IN SALES, MORTGAGES, OR LEADERSHIP?
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A...

 Mortgage loan coming back refer eligible, refer with caution, or denied?

Most loan officers give up, but top producers restructure the deal.

In this video, I'm breaking down 5 proven ways to restructure a loan and improve approval odds... including adjusting DTI, LTV, loan term, assets, and credit score.

If you're a loan officer looking to close more tough deals, this is the playbook.

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⚡READY TO BUILD A REAL CAREER IN SALES, MORTGAGES, OR LEADERSHIP?
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Already happy with you...

This is a live CRM audit that breaks down the 3 rules that actually win in sales, in any market.

I went back to the front lines, turned leads back on, and in days proved the same fundamentals still work. Not because of timing or luck, but because sales is a game of speed, follow-up, and emotion.

In this video you’ll see:
• How to creates deals before competitors even wake up
• The follow-up strategy that forces responses
• How to work new, hot, and old leads inside your CRM
• How top performers sell using...

Most loan officers think relationships are built on rates and speed.

In today’s market, what realtors actually need is something deeper...
consistency, communication, solutions, and a partner who shows up long after the deal closes.

In this video, I break down:
• Why most loan officers lose business after the first transaction
• The follow up and communication standards that build real trust
• How “not ready” buyers get educated into closings
• How dead deals get revived when others say no
• Why investor clients require a completely different level of expertise
• What it ta...

This video breaks down the sales mindset that separates top performers from everyone else.

Real sales mindset isn’t about feeling good. It’s about doing the work when you don’t feel like it, stacking small boring wins, following up when others quit, and putting purpose over comfort. That’s how real closers are built. That’s how leaders are built.

Support the show

⚡READY TO BUILD A REAL CAREER IN SALES, MORTGAGES, OR LEADERSHIP?
Apply here and choose your track.

Already happy with your career? Grab the standalone products and...

This is a real sales call audit of a mortgage inbound lead who called in from a rate mailer. I break the call down like coaching game film using a 25-point sales call scorecard and show exactly why the deal almost died. Not because of rates or programs, but because emotion was never uncovered.

Sales isn’t about the loan. It’s about what the loan changes in their life. When you miss the emotional goal, you miss the close.

In this sales call audit, I score the introduction, relationship building, emotional discovery, presentation, and foll...

Top sales performers live by different rules.

Today, I'm breaking down the five rules that show up every single time with elite performers.

You’ll learn:
-Why focus is the real advantage (and distraction is the silent killer)
-How top performers use boredom to win instead of scrolling
-The daily rituals that separate consistent winners from people who “wing it”
-Why execution always comes before confidence
-How momentum is built through stacked wins 

If you’re in sales, leadership, or building a business, these rules will either expose what’s ho...

Thinking about becoming a Mortgage Loan Officer in 2026? This video breaks down what you actually need to know before getting into the industry and what actually separates the people who succeed from the ones who wash out.

In this video, I cover:
-How to get licensed (SAFE exam, NMLS, timelines, and what to expect)
-How to choose the right company or brokerage to start your career
-Why you must think like an advisor, not just an originator
-How to sell the why behind the loan, not the loan itself

If you...

There's a massive difference between people who think about their goals and people who write them down, commit to them, and review them consistently. One group moves forward, while the other stays busy but stuck. 

In this video, I'm breaking down my #1 goal setting technique that will actually help you move the needle and achieve your goals in 2026. 

If you want to stop cycling through the same year over and over, this is where it starts.

FREE RESOURCE: https://acezacademy.com/free-2026-goals-setting-document-download-form/

Sign up for the academy (100% free) and head to...